This textbook has been revised and updated to include new chapters on accountancy and territory management. It provides an overview of the selling process and describes how to recruit, train and motivate staff, how to plan and budget for promotions and how to forecast sales.

Sales Management: Concepts and Cases

Dalrymple, D.J.

Cron, W.L.

Business & Money

John Wiley and Sons Ltd.

This detailed casebook is divided into sections which tackle 10 of the most difficult issues in contemporary marketing management. Focusing on a number of situations which students will encounter in the office, it covers many business problems which are international in nature.

Cases in Marketing Management

Parsons, L.J.

Jeannet, J.

Marketing & Sales

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Books by Dalrymple, D.J.